Channel chiefs, Channel partner programs

100 Partner Program Updates for 2015

So, a funny thing happened on our way to launching ChannelE2E. Our team realized quite a few channel partner programs achieved new milestones in 2015. So here's a recap of key channel partner program updates so far in 2015  -- for your convenience (and mine). Plus, an open interview request to each channel chief. And if you'd like a free, searchable database of partner programs then check out here.

And, of course, a qualifier: As part of our launch, this partner program update covers a lot of ground. If you spot erroneous or out-of-date information you can either post a comment (yes, we'll reply) or email me directly ([email protected]).


AlienVault, a security management provider, unveiled the AlienVault Certified Security Engineer certification program in May. Memo to VP of Education Services Don Field: What steps do partners need to take to get certified?

AnchorID, the multi-factor authentication specialist, in May launched a channel partner program to help customers replace passwords with stronger security. Memo to AnchorID CEO David Schropfer: How easy is it for customers to manage the authentication process on their own?

AirTight Networks in June hired Aruba Networks veteran Kester Kyrie to drive its channel program. Memo to Kyrie: What makes AirTight unique in the highly competitive WiFi market?

AppDynamics, the cloud-based application monitoring startup, expanded in June expanded its partner program to more closely embrace the U.S. federal market, as well as Canada. Memo to AppDynamics: Does that mean you've got compliance-specific enhancements for government customers?

Atmel, focused on microcontroller (MCU) and touch solutions, launched the Atmel Internet of Things (IoT) Cloud Ecosystem Partner Program in July. The effort aims to link developers with cloud partners. Memo to Reza Kazerounian, SVP and GM of Atmel's Microcontroller Business Unit: Tell me more about device management, data analytics, and visualization opportunities.


Chris Ross

Barracuda Networks in May named ARCserve veteran Chris Ross as its senior sales VP, global channels. Memo to Ross: Four months into the position how are things going?

Broadvoice hired Tricia Cable as director of channel development. Memo to Cable: What's unique about Broadvoice's hosted voice and unified communications channel programs?

Bright Computing in July rolled out an enhanced partner program and new demand generation tools for OEMs, partners, resellers, and system integrators. Memo to Bright: Who's your channel chief?

Brittenford Systems, which offers financial management software, in August launched a partner program for Microsoft Dynamics GP resellers in the United States. Memo to Brittenford CEO Shereen Mahoney: Is this program for resellers, software developers, or some other type of partner?


Centrify, which secures identities from cyber threats, expanded its channel partner program to better serve national system integrators and consulting partners in July. Much of the effort involves Office 365 migrations and deployments. Memo to Craig Gadberry, senior director of business development: You're also seeking partners to assist Box, Salesforce and ServiceNow migrations, correct?

Cisco Systems shifted the global channel chief role from Bruce Klein to Wendy Bahr in late July. Bahr is a well-known Cisco veteran who had a hand in helping the company build new channel routes to market. Memo to Bahr: How is Cisco's software-centric partner push coming along, and how will you blend an overall hardware, software and cloud services push across the channel?

Cisco Canada Channel Chief Dave De Abreu exited the company in late June. His successor, Mark Collins, was named shortly thereafter.  Memo to Collins: How are you aligning your Canadian partner strategy with new CEO Chuck Robbins' overall strategy? Memo to De Abreu: How is life post-Cisco?

Cloud|AG launched a reseller program in July, enabling Office 365 partners to offer ServicePoint365 to their customers. Memo to David Huseonica, president of Cloud|AG: Why should partners offer this solution rather than working directly with Microsoft on Office 365?

CloudBees, focused on continuous delivery and DevOps solutions, expanded its partner program in August to feature more access to Jenkins-based products and services. Memo to CloudBees Senior Director of Global Alliances and Channels Durga Sammeta: So, how do partners benefits from the Enterprise Jenkins offerings?

Cloud9 Real Time, which hosts 750 different cloud applications, launched a partner program in May. The program allows resellers to promote enterprise private virtual servers to their customers. Memo to Director of Business Development Dave Riggins: Does Cloud9 own its data centers or are your private virtual servers in third-party locations?

Paula Catoira

Colligo, which makes data synchronization solutions for Microsoft SharePoint and Office 365, grew its channel partner business 25 percent in Q1 2015. Memo to Global Partner Channel Manager Paula Catoira: You offer participation in co-marketing events. Tell me more.

Cryptzone, which offers context-aware security solutions, launched a revamped EMEA partner program in May. Memo to Crytzone CEO Kurt Mueffelmann: Are you bringing your security gateways and partner programs to US soil?


DataXoom, a wholesale provider of mobile data services, in May launched a partner program for OEM’s, software companies focused on the mobile workforce, and large distributors of mobile devices like iPads, Internet-ready laptops, and other ruggedized mobile devices. Channel partners can able integrate DataXoom 4G and LTE connectivity into their businesses. Memo to VP of Business Development Kelley Carr: You've got a heavy focus on midmarket customers. Tell me more.

Dell hired Lenovo veteran Jay Parker as VP and general manager, North America enterprise solutions. Memo to Parker: How much of your focus involves direct sales and how much of it involves partner engagements into enterprise accounts?

Docker in June announced its Ecosystem Technology Partner (ETP) program, an initiative recognizing companies that have demonstrated integration with the Docker platform. Memo to Docker: It sounds like the initial focus involves monitoring tools that leverage Docker's APIs. True?


EarthLink in mid-2015 promoted Olen E. Scott to vice president of channel sales. Memo to Scott: Which manage and cloud services have the most momentum with partners?

EMC business partners as of August can sell the EMC Federation Hybrid Cloud solution. According to a statement from EMC:

Upon achieving a Federation Ready credential, qualified EMC and VCE Gold and Platinum business partners and VMware Premier and Enterprise Partners will be able to offer consulting, assessment tools and implementation services for Federation Enterprise Hybrid Cloud in addition to their ability to position, market, and sell the solution.  All other EMC, VMware and VCE Business Partners are able to position, market and sell Federation Enterprise Hybrid Cloud, but EMC and VCE Global Services and VMware Professional Services will be required to implement the solution. Availability of the Federation End-User Computing solution for EMC Business Partners is expected to begin in Q4 of 2015.

Memo to EMC: Can you clarify where the EMC, VMware and VCE partner programs overlap -- and where they don't?

EnGenius Technologies, which promotes networking and communications solutions, launched a partner program in may designed for MSPs. Memo to EnGenius: So, tell me about the recurring revenue opportunities.

Kumar Jandayala

Enterworks, which develops master data management solutions, in June named Kumar Jandayala as VP of solutions and partner management. Memo to Jandayala: How do your partners centralize multiple customer data sources for easier management?

Exabeam, which specializes in user- and entity-behavior analytics for security, in August hired Ted Plumis as vice president of channel, business and corporate development. Memo to Plumis: How are the relationships with Carahsoft, GuidePoint Security, Blackwood Associates (BAI) and Somerford Associates performing? Also, what new relationships are on the way?


We're keeping watch...


GlobalSign, the identity and access management (IAM) specialist, in May launched an Enterprise Reseller Program for midsize to large enterprise market resellers focused on security. Memo to GlobalSign VP of Sales North America John Murray: I hear this effort targets the Internet of Things. Tell me more.

Guidance Software enhanced its Global Partner Program in July, offering more training and support to endpoint protection partners. Memo to Frank Cohen, director of North American channels: How does your definition of endpoint protection differ from traditional anti-virus software companies?

Guidewire Software Inc. launched the Guidewire InsuranceCloud Solutions partner program in August. Inaugural partners include Capgemini, Ernst & Young and PricewaterhouseCoopers. Memo to Guidewire: How many hosting partners do you expect to attract, and what Insurance-related integrations do you expect to emerge?


HeatSync, which offers a small business competitive intelligence service, unveiled a partner program in June. It's designed for web hosting companies that want to boost revenue and improve customer retention. Memo to HeatSync: Details please?


Hewlett-Packard Channel Chief Sue Barsamian in August shifted to senior VP of the company's enterprise security products business. She retains the channel chief role until a replacement is found. Memo to HP and Barsamian: Will the new channel chief be an internal or external hire?

Hortonworks expanded its Systems Integrator Partner Program to include TekLink International in July. Memo to Hortonworks: How much of your big data and Hadoop revenue comes from the channel?

Hybris, an SAP company, in June launched an SMB Partner Program to promote omni-channel customer engagements. Memo to Patrick Finn, senior VP of global channel & partnerships: Is this mainly for digital marketers?


IBM veteran Michele Stern became the company's VP of global business partners for North America in late June. Memo to Stern: Your KPI involves $5 billion in revenue. How's that effort coming along?

Imperva hired Karl Soderlund as VP of worldwide channels and alliances in August, reporting to Chief Revenue Officer Michael D. Mooney. Memo to Soderlund: The cybersecurity market is filled with options. What should attract VARs, MSPs and CSPs to your solutions and services?

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Intel Security (aka the former McAfee) in July unveiled a second phase of advancements to the Intel Security Partner Program to improve profitability and efficiency for distributors and resellers, the company asserted. The second phase removed tiered pricing, improved deal registration, better deal protection, automatic rewards for renewals and standardized Platinum, Gold and Silver levels. Memo to Lisa Matherly, head of Worldwide Partner Programs, Marketing and Operations, Intel Security: How was deal registration improved?

Intel Security, for an August encore, named Richard Steranka to lead worldwide channels, succeeding Gavin Struthers (who shifted to an Asia Pacific role in March). Memo to Steranka: Amid your networking experience at Avaya and Cisco Systems, what attracted you to this role at Intel?

IR, which makes proactive performance management software for critical IT infrastructure, payments and communications ecosystems, launched a partner program in July. Memo Mona Lolas, IR global partner program manager: What types of partners are you seeking?


We're keeping watch


We're keeping watch


LightCyber, focused  on active breach detection solutions, unveiled its Channel Alliance Program in August. Memo to Jason Matlof, executive vice president, LightCyber: Tell me more about the "in-depth training, tools and certification."



Mirantis, the OpenStack consulting firm, unveiled the Unlocked Partner Program to help vendors reach more cloud customers. Memo to Mirantis VP of Market Development David Fishman: What add-on products and services are emerging in the OpenStack world?

Mitel, which acquired global hospitality specialist TigerTMS, in June launched a new Hospitality authorizedPARTNER Program. Memo to Mitel: How are you helping hotels to drive customer loyalty?


NAVIS, which develops reservation sales and marketing systems for vacation rental properties and independent hotels, launched a Certified Partner program in August. Memo to Michelle Marquis, Navis vice president for marketing and strategic initiatives: Is this a reseller program or more of a technology/ISV integration program?

NetApp hired Bill Lipsin as VP of worldwide channel sales -- reporting to Thomas Staley, senior VP, global partner sales and alliances, back in May. Memo to Lipsin: How have the first four months or so on the job been treating you?

Netgear launched a solution partner program in July. Memo to Director of Worldwide Channel Marketing Renee Meisenbach: Your new Platinum and Platinum + tiers include lead sharing. How are you directing leads to partners?

NetSuite in June hired Doug Kennedy -- a Microsoft Dynamics veteran -- to manage relationships with systems integrators. Memo to Kennedy: Are you allowed to permit Dynamics partners into the NetSuite camp?

Netwrix, focused on security auditing, launched an overhauled channel program in July. Memo to VP of Strategic Alliances John Ross: The new effort includes deal registration. Any registered deals yet?

Nader Soudah

NexGen Storage, a hybrid flash array storage specialist, launched its Priority Partner Network channel program in May. Memo to Channel Chief Nader Soudah: Tell me more about the journey from traditional SANs to flash storage.

NewCloud Networks hired Laura Keon as VP of nationwide channels in August. Memo to Keon: The world is filled with cloud communications providers. What makes NewCloud unique for channel partners?


Nimble Storage hired Leonard Iventosch as its VP of worldwide channel sales in August. Memo to Iventosch: How exactly does Nimble Storage's flash technology differ from the overall flash market?

NovaStor, a backup solutions provider, in June started promoting all of its data center and network backup solutions through the channel. Memo to Mike Andrews, managing director at NovaStor: Are partners deploying this mainly on-premises or are the solutions surfacing on IaaS platforms?

Nutanix hired NetApp veteran Chris Morgan as channel chief in June. Memo to Morgan: How is the hyper-converged market treating you so far?


Oracle hosted its annual Oracle PartnerNetwork global kickoff event on June 23. Memo to Oracle: I wasn't in the channel at that time. Can I get a recap ahead of Oracle OpenWorld?


Paessler AG, the network monitoring specialist, on Sept. 1 unveiled a new partner program with an improved deal registration process, rewards for marketing activities and an enhanced certification program, the company indicated. Memo to Paessler COO Christian Twardawa: Who, ultimately, is your channel chief leading this program?

Kristin Carnes

PernixData hired Kristin Carnes as vice president of global channel sales in August. Memo to Carnes: How does PerixData optimize the speed of virtualized applications in the data center -- and what's the upside for service providers?

Polycom named Chris Jones as its Americas Channel Chief in August. He previously held key channel posts at Avaya, Juniper and Cisco Systems.

Private Communications Corp. (PCC), which provides Internet and mobile security solutions, unveiled its partner program in May. Memo to CEO Kent Lawson: Tell me more about the white label offering.

Doug Erickson

Pulse Secure, a security spin-off from Juniper, launched its Pulse Secure Connect Now partner program in June. Memo to Doug Erickson, VP of worldwide partners sales at Pulse Secure: Your program has three tiers. Can you explain the levels to me in detail?

PureStorage, a flash storage company, in May expanded its P3 Partner Program to include Platinum levels from North America to EMEA, APJ and latin America. Memo to VP of Global Alliances and Channels Michael Sotnick: What are the current killer applications for flash storage?


Quick Heal Technologies, the India-based IT security specialist, launched a partner program in May to expand into North America. Memo to Farokh Karani, director of North America sales and channels: You target organizations with five to 5,000 users. That's a wide range. What's the market sweet spot?


Razberi Technologies, focused on network video surveillance and security solutions, launched a channel partner program in in May. Memo to Randy Brem, VP of sales for North America: Is your ServerSwitch technology available as a cloud service?

Karl Meulema

Riverbed, the WAN optimization specialist, shifted to a services-oriented partner program in May 2015. Memo to VP of Global Channels Karl Meulema: Exactly how does the recurring revenue approach work for partners?

S-S-S updated its ISV partner program in June, introducing a revenue sharing model that also includes some fees. And for an August encore, the company named former VMware co-channel chief Todd Surdey as its senior VP of platform sales, according to Surdey's LinkedIn account. Memo to Channel Chief Tyler Price: Now that partners have had a few months to digest the changes, how are things looking? And to Surdey... Where do partners fit into the platform sales model?

SAP Channel Chief Kevin Gilroy exited the company in July. Memo to SAP: What's the update on the search for Gilroy's successor?

Siemens expanded its Frontier Partner Program to help accelerate business for 3D printing and robotics startups. Memo to Siemens: Can you leak any of the early adopter names to me?

SkyKick, a cloud platform provider for channel partners, raised $10 million in funding in June. The company also launched cloud management as a service, specifically designed for IT solution providers. Memo to SkyKick Co-founder and Co-CEO: You mention that the average IT partner will soon have over 5,000 customer cloud touch points to administer. Tell me more.

SolidFire  overhauled its cloud building partner program in July, rewarding IT service providers that focus on virtualization, agile infrastructure and OpenStack. A Master Cloud Specialization empowers partners that have all three skill areas. Memo to Gregg Machon, director of worldwide channels: Tell me more about the OpenStack focus... and partner wins in that area.

StayInFront,which offers cloud-based field force automation and CRM solutions, launched a channel partner program in August. Memo to Director of Global Channel Partner Development Alan El-Kadhi: What verticals are most ideal for your partners to target?

StorMagic, focused on software-defined storage, launched a Preferred Partner Program in July. Memo to CEO Hans O'Sullivan: You also launched a Champions Program. What's the upside for partners?

Symantec, which is selling off its Veritas storage business, is updating its security-centric partner program to ease the path toward platinum status. Memo to Symantec: What's the latest on your cloud-based security services for partners?


Stacy Nethercoat

Tech Data Corp. introduced Intel's Security Managed Services Specialization to the distributor's partners in May. Memo to Stacy Nethercoat, VP of product marketing for Tech Data's TDCloud: What's the benefit of embracing Intel's MSP program through Tech Data rather than directly from Intel?

To further facilitate the delivery of security with a broad range of IT services, Trend Micro Inc. launched the Trend Micro Partner Program for Cloud service providers (CSP).

TrendMicro apparently launched a cloud service provider partner program in August, but ChannelE2E hasn't been able to confirm details. It sounds like partners can leverage TrendMicro's Deep Security solution integrated with such third-party clouds as Amazon AWS, Microsoft Azure, VMware vCloud Air, IBM Cloud or another public clouds. Memo to Trend Micro Global Channels VP Partha Panda: Can you share more details?

TRENDnet, which promotes surveillance hardware, bolstered its upTREND Partner Program with new rebates and benefits in May. Memo to North America Sales Director Rodney Finney: Are these temporary perks or are these promotions ongoing?

Twitter unveiled an official partner program in June. It includes a marketplace to help customers find partners. Memo to Prashant Sridharan, global director of developer and platform relations: Is this primarily an ISV partner strategy?


Unify, which specializes in voice and unified communications, unveiled enhanced opportunities for channel partners in the small and medium business (SMB) space in June. Memo to Unify: Details please?


vArmour, a data center security startup, launched its global channel partner program in May. Memo to Dean Hickman-Smith, senior VP of field operations: How's the partner organization performing so far?

Veeam Software enhanced its Australia and New Zealand (ANZ) partner program in July. Memo to Veeam: How do these updates differ or align with your overall partner program?

Verizon Enterprise Solutions expanded its partner program to the public sector in May. VMware and Symantec veteran Alex Hart is running the effort. Memo to Hart: Are your cloud services FedRAMP certified for federal customers? Do you partners also need to be FedRAMP certified?

VMware in August hired Ross Brown as senior vice president of worldwide partners and alliances. He reports to Chief Operating Officer Carl Eschenbach. Memo to Brown: What areas beyond virtualization are your top partner priorities?


Jamie Vo

Western Digital (WD) updated its myWD Partner Program to more effectively target surveillance, network-attached storage and data center solutions. The May updates included a new myWD site. Memo to WD Worldwide Marketing VP Jamie Vo: What marketing assets are available in your portal?

Wowza Media Systems, focused on streaming media, unveiled a Premier Channel Partner Program in August. Memo to CEO David Stubenvoll: Who hosts the media systems -- Wowza, partners or end-customers?


Xerox in June appointed Donna Marley as director and general manager, Channels Group, Xerox UK. Memo to Marley: How are you connecting the dots between product reselling, document management, and managed print services?


Y Soft launched a managed print services partner program in June. Memo to Richard Brulik, senior VP of sales and marketing: Is this partner program for MSPs or for printer makers?


Zwipe, developer of on-card fingerprint scanners, launched a channel partner program in July. The Zwipe Access biometric card is compatible with popular proximity and smart card readers. Memo to Director of Sales (Access Control) Robert Fee: Are you mainly looking for OEMs, integrators, resellers or something else?

Even More

Don't forget to check out our Channel E2E Partner Program Database.

Joe Panettieri

Joe Panettieri is co-founder & editorial director of MSSP Alert and ChannelE2E, the two leading news & analysis sites for managed service providers in the cybersecurity market.